Negotiation: Theory and Strategy (Aspen Casebook Series)

Negotiation: Theory and Strategy (Aspen Casebook Series)

<p>Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text s conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.</p> <p>Features:</p> <ul> <li>Restructured treatment of the psychology of persuasion</li> <li>Part III framed to emphasize the critical importance of the relationship between negotiators</li> <li>Treatment of trust expanded with more discussion of extensive experimental data</li> <li>New treatment of the how to deal with the negative emotions that result from conflict</li> <li>Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation</li> </ul> </p>